Antonio Pagan, Global Sales & Exports Leader for 20+ years, an export manager at Gustav Wolf, shares insights on the importance of exporting for SMEs, strategies for successful market entry, and the significance of understanding cultural differences in international business. He emphasizes the need for trust and relationship-building with distributors, the role of language in negotiations, and the impact of technology and AI on sales processes. Antonio also discusses the challenges of managing distributor relationships and the importance of data and reporting in sales management.

Chapters:

00:00 Introduction to Export Insights and Antonio Pagan

02:48 Strategies for Exponential Growth in Exports

07:06 Cultural Differences in International Business

10:10 Building Trust and Relationships in Sales

13:21 The Importance of Multilingualism in Negotiations

16:11 Entering New Markets: Strategies and Considerations

19:36 Managing Distributor Relationships and Challenges

26:52 Navigating Distributor Relationships

28:22 Cultural Dynamics in Global Business

30:27 Standardizing Sales Processes Across Regions

35:30 Motivating International Sales Teams

39:18 Effective Team Meeting Strategies

45:44 Embracing AI in Sales

49:22 Preparing for Future Disruptive Trends

53:11 Starting the Export Journey

55:36 Key Strategies for Successful Exporting

Keywords: exporting, international sales, market entry, cultural differences, trust, distributors, AI in sales, business strategy, elevator industry, global trade

Hosted by Vasko Karangeleski, linkedin.com/in/vaskokarangeleski

The Exports Insights Podcast is brought to you by ScaleUp2 (dbrulz OU), supported by Brulz.com.

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http://www.exportsinsights.com

Exports Insights Podcast episode with Katerina Smiljkovic, an expert in intellectual property. Discussion on the importance of intellectual property (IP) for businesses, especially in the context of international growth and exports. Katerina breaks down the different types of IP, including trademarks, patents, and trade secrets, and emphasizes the need for businesses to align their IP strategy with their overall business goals. The conversation covers practical steps for protecting IP in foreign markets, the significance of trademarks, and the role of IP in attracting investors. Katerina also highlights the importance of due diligence and understanding licensing agreements, especially in the software and digital rights space. The episode concludes with advice for small and medium enterprises (SMEs) on how to effectively navigate the complexities of IP as they expand globally.

Chapters:

00:00 Understanding Intellectual Property Basics

05:04 Connecting IP Strategy with Business Goals

08:38 Trademark Protection and Its Importance

12:27 Navigating Patent Protection and Risks

17:02 Software and Digital Rights Protection

22:01 Licensing and Open Source Considerations

26:15 Investor Perspectives on Intellectual Property

28:32 Key IP Clauses in International Agreements

31:48 Franchising and Intellectual Property Requirements

35:57 Essential IP Checklist for SMEs

37:08 Resources for IP Advisory and Education

Keywords: intellectual property, IP strategy, trademarks, patents, copyrights, SMEs, international business, digital rights, licensing, trade secrets

Hosted by Vasko Karangeleski, linkedin.com/in/vaskokarangeleski

The Exports Insights Podcast is brought to you by ScaleUp2 (dbrulz OU), supported by Brulz.com.

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http://www.exportsinsights.com

Meet Hugo Samengo-Turner from Ortus Studio agency, specializing in signal-based outbound helping B2B growth.

Listen to the shared effective strategies for B2B client acquisition, the importance of targeting niche markets, and the intricacies of cold email outreach. Hugo shares insights on the client onboarding process, success metrics, and the significance of understanding client sales processes, as well as hot to reach business where people already thing about your solution. Most B2B companies waste their best sales talent on prospecting work, but £100k closers shouldn't be doing £20k research -> the key to successful go-to-market isn't creating demand, it's finding companies that already have it. For all B2B business, especially SMEs looking to enter new markets and the importance of aligning sales processes with client expectations.

Chapters

00:00 Export Insights Podcast, with Vasko Karangeleski

00:52 Understanding Ortus Studio's B2B Services

03:10 Client Engagement Process and Market Targeting

05:36 Defining Success Metrics and Client Expectations

08:56 Case Study: Cold Email Strategies in Defense Sector

13:32 Ideal Customer Profile and Sales Alignment

18:29 Understanding Client Needs and Value Drivers

22:34 Crafting Effective Messaging Frameworks

23:55 A/B Testing and Email Strategies

25:29 The Importance of a Clear Sales Process

27:57 Examples of Good and Bad Outreach

32:52 Identifying Ideal Clients and Market Entry Strategies

37:12 Outro Exports Insights Podcast

Keywords: B2B, client acquisition, cold email, sales processes, business growth, email outreach, success metrics, buying signals, ideal customer profile.

Hosted by Vasko Karangeleski. The Exports Insights Podcast is brought to you by ScaleUp2 (dbrulz OU), supported by BRULZ.

http://www.exportsinsights.com

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